Business Development Manager - Digital Solutions

Business Development Manager - Digital Solutions

Location: Colorado (CO), US This is a fully remote position anywhere in the United States near a major airport. With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. As part of Detection and Measurement, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks. Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives.

How You Will Make An Impact Are you ready to redefine how the utility industry approaches safety, efficiency and damage prevention? Radiodetection is seeking a high-caliber Business Development Manager for Digital Solutions to drive the adoption of our cutting-edge digital solutions. This role is centered on the convergence of hardware and data. You will focus on our Locate Performance Management (LPM) software and Training Simulator, moving the needle from "locating utilities" to "optimizing fleet-wide performance." You will be responsible for driving Total Digital Revenue, encompassing both the high-value digitally enabled hardware and the recurring software subscriptions that power the ecosystem.

Principle Duties and Responsibilities

• Strategic Specification: Navigate complex utility organizational structures to secure technical specification and "buy-in" from senior executives and management.
• Total Digital Revenue Ownership: Drive and close integrated deals that combine smart, connected hardware with multi-year SaaS subscriptions, ensuring a seamless end-to-end digital solution for the client.
• Value-Based Selling: Demonstrate how the synergy between connected locators and LPM software reduces strikes, increases efficiency, lowers training costs, and provides auditable data for regulatory compliance.
• Internal Collaboration: Act as the digital subject matter expert, partnering with our established Key Account Managers to identify opportunities within existing and new high profile utility accounts and lead the transition from legacy hardware to digital ecosystems.
• Project Leadership: Oversee the end-to-end execution of digital rollouts, ensuring that hardware deployment, software integration, and simulator training programs meet the client's operational KPIs.
• Market Intelligence: Stay ahead of industry trends in GIS, cloud data management, and utility safety standards to position Radiodetection as the premier digital partner.
• Combined Digital Revenue: Achievement of sales targets across the integrated portfolio of connected hardware and software subscriptions.
• Specification Rate: Successful inclusion of LPM and Simulator requirements in utility tender specification documents.
• Subscription Growth & Retention: Growth of the recurring revenue base and high user-adoption rates of the digital tools.
• Project Execution: Successful post-sale deployment and integration into client workflows.
• Opportunity management and coordination: Lead the management of the opportunity pipeline to achieve targeted success closure rate

Knowledge, Skills & Abilities We each bring something to the table, and we are looking for someone who has:

• Are we adequately aligned and capable of succeeding in this market?
• Customer Insights Brand & Value Segmentation & Targeting
• How will we convey our product/service and how might that differ by individual customer or segment? What is the customer journey, how will we understand and improve it, and how will we support that with content? How will we actively get our message in front of the right people?
• Able to grasp new and product concepts, understand and present any commercial opportunities that they present.
• Confident communicator able to work effectively alongside a range of roles at all levels in a technical business.
• Fluent English – spoken and written.
• High level of computer-literacy; numerate.
• Self-motivated with an adaptable approach to enable effective prioritization of competing demands.
• Understanding of business finance – investment appraisal, product profitability

Education and Experience Bachelor's Degree or alternative relevant experience. Significant relevant commercial experience Experience of working with international and cross functional teams Greater than five years experience in B2B sales, specifically targeting Utility, Tier 1 Contractors, or Municipalities. Comfortable discussing IoT-enabled hardware, SaaS models, data analytics, and VR/simulated training.

Our Culture

Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.

SPX Total Rewards

At SPX, what's in it for our employees transcends market-competitive compensation and benefits. Our Total Rewards program also includes opportunities for employees' personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.

Our Values

Integrity Accountability Excellence Teamwork Results At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognize that only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.

Working at SPX

Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace. We believe in creating an inclusive work environment where employees strive to realize their fullest potential. We are an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation, national origin, gender identity, genetic information, age, disability, veteran status or any other legally protected basis.